1. Hosted by Dynamic Communities reIMAGINE 2015

3. Abbey Cooper Sales Manager Jodi Buchholz VP of Business Development Dan Doolin Sr. Account Executive

5. ProspectQualifyDevelopSolutionProofCloseDeploy

6. Prospect – Abbey Web presence Website as your best salesperson Targeted audience Thought leadership Education

7. Qualify - Dan Ask good questions Stick to your ideal customer profile Use a checklist Identify prospect’s key goals Qualifying is about them, not you or your solution Bad news early is a good thing!

8. Develop/Relationships - Jodi

9. Solution - Jodi Present solution which exceeds customer needs Define solution and deployment strategy Develop SOW Hardware / third-party software High-level cost estimate Prepare solution demonstrations

10. Proof - Dan Key – Know what you are proving! Tie back to the goals Use testimonials, references, and case studies Tell stories of similar successes Alleviate prospect’s perceived risks

11. Close – Abbey Keep your word Equip advocates & connect with decision makers Create urgency Share the value & take away the pain Don’t make things up!

12. Deploy - Jodi Final deployment plan and execute Communication Change orders This stage begins with the transition of knowledge from the sales to the delivery team The delivery team then takes over responsibility for the solution Transition deployment ownership Follow up with owner/key person on success

15. Prospect – What is your best source of new business and how have you changed or developed your business around this in the past year to maximize this source? What are the top 3 metrics you track in managing and forecasting sales? Qualify – How do you go about quantifying customers pain/business issue and calculating ROI? Develop – What are some suggestions to accessing power, when you have a gatekeeper or committees road blocking you? Solution – What are some ways you can minimize time required to prepare for solution presentations and demos? Proof – What ideas have you seen to leverage new technology and mediums in the proof stage Close – How do you go about creating a sense of urgency? Deploy – What tips do you have for seamlessly transitioning from the sales team/process to solution deployment ? Misc. How has social media impacted the sales process…. And how has your company adapted and responded? “Uber” is an industry game changer, a major disruption to the taxi cab world as it used to be. What do you anticipate could be the next Uber in the software sales and services world? What is the most important software, technology or tool that has helped to improve your sales processes and success and why?